Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful

In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences…

Building High-Performing Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2, on how to build high-performing sales cultures.  In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles….

Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium.  In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. …

 

Salesforce Revenue Forecasting with Scott Haney of Chili Piper

Scott Haney jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations as well as providing deep insights into Salesforce revenue forecasting. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Tools Mentioned:

Key Takeaways

Sales/revenue ops at smaller businesses can be broad

Scott currently runs ops for:

  • Sales
  • Marketing
  • Customer success
  • Recruitment
  • Finance

And is currently the only dedicated operations resource in the 43 person business. Chili Piper has 7 account executives, 5 sales development reps, 3 people in customer service, and 1 sales enablement resource. It is clear that if you want to just focus on running operations for the sales team, you shouldn’t join a small business.

 Collecting rep confidence during the forecasting process

Scott currently requests reps to assign a confidence level to each opportunity in the pipeline ranging from doubtful at one end all the way to “I would bet my career on this” at the other.

Scott then uses this data during the forecasting process in combination with:

  • The director of revenue’s one on one with each AE
  • Historical close rates
  • Inbound vs outbound difference in “time to close”

The forecast is then rolled up within Salesforce, then Scott and the director of revenue meet with the CEO each Friday to present the forecast and their proposed actions.

“Tools over labour”

Chili Piper CEO, Nicolas Vandenberghe has a favourite saying: “tools over labour”. He prefers that Scott automates a process over hiring a person to run the process.

One example of this was Scott’s ability to automate the creation of an Opportunity inside Salesforce when a meeting is booked through their software Chili Piper. This saves their sales development reps a significant amount of time each week.

Scott’s #1 sales metric

Win rate.

Scott believes that the “win rate” is one of the most actionable sales metrics. It enables him to identify behaviours of his top-performing reps and also flags coaching opportunities for underperforming reps.

Scott’s single biggest operations inspiration:

Scott first tried selling to Brad in his role as a sales rep for Chili Piper, he didn’t close. Though they soon became friends after Scott asked Brad to go for lunch so he could pick his brain about sales operations. They now run the Wizard Of Ops Slack community linked above!

Subscribe To Sales Ops Demystified:

Quote: